Enterprise Software Company Negotiation

Meeting Prep Checklist

Review previous meeting notes and agreements
Identify key negotiation terms and conditions
Prepare a presentation for the negotiation
Prepare several negotiation strategies
Set clear objectives for the negotiation
Research and understand the customer's business and needs
Schedule the meeting with adequate time for discussion

Meeting Agenda Template

• Welcome and introductions
• Recap of previous discussions and agreements
• Presentation of terms and conditions for negotiation
• Discussion and negotiation on each term
• Review of negotiated terms and conditions
• Finalization or next steps

Meeting Notes Template

• Participants in negotiation
• Key points from the recap of previous discussions
• Each term and condition presented for negotiation
• Each discussion point and agreement or disagreement on each term
• Finalized terms and conditions
• Agreed next steps
• Any opposition or critical points mentioned by the customer

Meeting Follow-up Checklist

Log notes, recording/transcript, and outcomes in CRM
Update contact and opportunity information
Draft a concise summary of the meeting and its outcomes
Send a follow-up email to the customer, summarizing the negotiations and agreed next steps
Share the summary with colleagues and stakeholders
Plan for the next steps agreed upon
Process formalities, if any agreement was reached